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Value-Based KAM: The Four Things
The deck we open engagements with. The four things that decide whether key accounts pay off, and what building each one actually involves.
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The thinking behind it
Why you keep rebuilding your KAM programme
Four out of five sales organisations rebuild their key account programme every few years. The rebuild is treated as a failure of effort. It is almost always a failure of capability.
The 8 Competences of Great Key Account Managers
Your best salesperson may be your worst key account manager. The eight competences that separate KAMs who grow strategic accounts from those who struggle.